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The Art and Science of Negotiation
OCW Master Course Number
11.011
Spring 2006
OCW_LOMv1.0
Author
Laws, David
2020-12-24
OCW Course Topics
Business
Leadership
OCW Course Topics
Social Science
Sociology
contents/index.htm.xml
The Art and Science of Negotiation
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The Art and Science of Negotiation
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11-011s06.jpg
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11-011s06-th.jpg
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Syllabus
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Calendar
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Readings
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Assignments
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exercise5.pdf
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exercise13.pdf
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exercise15.pdf
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exercise8.pdf
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pset1.pdf
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exercise_instr.pdf
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exercise10.pdf
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exercise7.pdf
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pset3.pdf
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exercise16.pdf
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pset2.pdf
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exercise1.pdf
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Legal Notices
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Privacy Statement
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Trademark Notices
contents/11-011s06-th.jpg.xml
contents/calendar/index.htm.xml
contents/assignments/exercise15.pdf.xml
contents/assignments/exercise1.pdf.xml
contents/assignments/exercise10.pdf.xml
contents/assignments/pset1.pdf.xml
contents/assignments/exercise5.pdf.xml
contents/assignments/pset3.pdf.xml
contents/assignments/exercise13.pdf.xml
contents/assignments/exercise8.pdf.xml
contents/syllabus/index.htm.xml
contents/11-011s06.jpg.xml
contents/assignments/pset2.pdf.xml
contents/assignments/exercise_instr.pdf.xml
contents/assignments/exercise7.pdf.xml
contents/index.htm.xml
contents/assignments/index.htm.xml
contents/assignments/exercise16.pdf.xml
contents/readings/index.htm.xml
PK 8Q~3! 11-011-spring-2006/ReadMe.txtThis zip package contains the HTML pages and files associated with the course.
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If you have any trouble using this package, please contact us at ocw@mit.edu .PK 8Q%aD6 6 11-011-spring-2006/START.htm
MIT OpenCourseWare | Welcome
Welcome to MIT Open Course Ware. You will be automatically redirected to Home. If you aren not forwarded to the new page, Click here to access the home page of the downloaded Click Here
PK JQE/ / - 11-011-spring-2006/contents/11-011s06.jpg.xml
11-011s06.jpg
The seven-elements framework for negotiation, one of the topics discussed in the course. (Image by Prof. David Laws.)
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OCW Master Course Number
11.011 The Art and Science of Negotiation Spring 2006
This course provides an introduction to bargaining and negotiation in public, business, and legal settings. It combines a "hands-on" skill-building orientation with a look at pertinent social theory. Strategy, communications, ethics, and institutional influences are examined as they influence the ability of actors to analyze problems, negotiate agreements, and resolve disputes in social, organizational, and political circumstances characterized by interdependent interests.
CIP
451201
Urban Studies/Affairs
negotiation
bargaining
conflict
strategy
choice
strategic interaction
mutual gains
cooperation
problem solving
interests
stakeholders
listening; trust
communication
perspective taking
escalation
psychological processes
coalitions
listening
trust
PK AQYu$ $ , 11-011-spring-2006/contents/11-011s06-th.jpg Exif II* Ducky d thttp://ns.adobe.com/xap/1.0/